Business Development Manager

IAI North America (IAI NA) is a US company and is a wholly owned subsidiary of Israel Aerospace Industries (IAI), Ltd, Israel.  Our parent company is the largest aerospace and defense company in Israel and has an international reputation for producing market leading aerospace and high technology products and services.

IAI North America is looking for a detail-oriented and driven business development manager. The responsibilities include executing the company’s business strategy, identifying opportunities and trends that impact this strategy and developing business relationships with customers and partners. The ideal candidate should also be able to assess business risks by analyzing financial, statistical, and economic data and respectively suggest mitigation and/or mediation plans.

Strong communication skills are necessary to be successful in this role.  The ideal candidate should be comfortable and effective engaging customers and business leads in new markets and territories.

Business Development Manager Responsibilities:

• Expand market outreach and build relationships, facilitate meetings, engage in customer and industry events, and expand professional relationships.
• Analyze US defense industry contractors to establish partnerships bringing IAI products to the US market where IAI technology creates value.
• Continually assess and comply with US and international defense industry rules and regulations to include ITAR and related export laws, while maintaining US Government confidential information.
• Articulate US defense requirements and procurement processes to our colleagues at IAI LTD.
• Manage US Government Controlled Unclassified Information (CUI) to ensure its security according to distribution rules while communicating allowable information to IAI LTD.  IAI NA is the information conduit for IAI LTD in this regard.
• Support and implement the company’s marketing strategy and identify new business opportunities.
• Maintain a customer relationship management (CRM) log.
• Develop in-depth knowledge of company offerings to identify profitable business opportunities.
• Maintain an in-depth knowledge of the US defense industry, the US DOD Acquisition programs and guidelines and the technology needs of US DOD.
• Maintain an understanding of major US DOD procurement programs.
• Maintain an understanding of US federal procurement contract vehicles.
• Understand the requirements and acquisition programs of each US DOD Service.
• Maintain familiarity with and understanding of the US DOD structures and how these affect requirements and acquisitions.
• Create and manage a pipeline of opportunities including a focus on the “next step” prioritized by Pwin and likely revenue forecasts in concert with IAI LTD colleagues.
• Continually present IAI NA as an industry leader in technology and a strong trusted partner for US industry and for US Government agencies.
• Manage direct sales, partnered sales, subcontracted sales, leases and shared revenue relationships.
• Prepare documentation required for responses to various government and/or market solicitations.
• Present business or marketing opportunities to company executives and management.
• Implement US-focused capture plans and manage US government sales across a broad spectrum of Aerospace/Defense products.
• Participate in marketing events including trade shows and conferences.
• Direct and/or assist with preparation of proposals and RFP responses.
• Be available for domestic travel and occasional international travel.

Manager of Business Development Requirements:

• Bachelor’s degree in business administration, marketing, finance, or related field.
• Professional business development experience with minimum 3 years of DoD/Government sales experience
• Successful experience in applying business development/capture management tools, best practices and processes
• Knowledge of and/or experience in international defense contracts/agreements.
• Ability to forge corporate and personal relationships around trust and mutual benefit.
• Deep knowledge of the US defense industry companies, including their capabilities, ongoing programs and strategies going forward with a primary emphasis on Tier 1 Primes and secondary emphasis on Tier 2 Primes.
• Working knowledge of radars, unmanned aircraft systems, ISR payloads, communications technology, air defense, missile technology, defense-related space technology, electronic warfare, artificial intelligence, robotics, aerostructures manufacturing and a general “system of systems” approach to solutions.
• Proficiency in MS Word, Excel, and PowerPoint
• Exceptional leadership communication, negotiation, and management skills; strong business acumen, detail oriented and persuasive.

AAP/EEO Statement

IAI North America provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Company IAI North America complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

IAI North America expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Company IAI North America’ s employees to perform their job duties may result in discipline up to and including discharge.

Job Category: Administration

Requisition Number:  2023-2

Full-Time

IAI North America, Inc.

13873 Park Center Rd., Ste. 400N

Herndon, VA 20171

Job Details

Description

Duties/Responsibilities

• Oversee and liaise logistics of Foreign Military Funds (FMF)/direct commercial contracts (DCC) projects.
• Develop work program and procurement schedules for contracts within FMF programs.
• Manage procurement cycle and interface with Ministry of Defense (MOD) and IAI in Israel.
• Based in Herndon, VA. Requires up to 10% domestic and international travel.

Required Skills/Abilities

• Must demonstrated knowledge of: negotiation and business procurement of Israeli MOD procurement projects, including: purchasing process from suppliers and government agencies, requisition approval, vendor search, offer evaluations and contract negotiations.

Equal Employment Opportunity-M/F/Disability/Protected Veteran status.

AAP/EEO Statement

IAI North America provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Company IAI North America complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

IAI North America expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Company IAI North America’ s employees to perform their job duties may result in discipline up to and including discharge.